Management Training

Overview: This class is designed to accomplish two important concepts for managers. First, to create a foundation for clear communication with their staff, which results in expectations being achieved the first time they are requested. Second, to impart the facilitation and training skills of the manager, so the processes and systems of your organization can be passed on to current and future associates.

Workshop Detail:

• This is a three-day class. 
• Maximum Class Size: 15.
• Tuition Investment per student: $1,395.

Who Should Attend: Corporate and or dealership facilitator/trainers; all management, especially those that work directly with sales-related associates; executives that have a need to develop their associates and communicate the expectations of the organization. 

Class Content: Concept: This class is designed to develop the skills of our management staff to better communicate, delegate, professionally reprimand, and train their associates more effectively. The skills taught are simple and straightforward.  Regardless of the selling system, policies or procedures you have in your organization, this class will simply make you a better manager.

Organization: Two critical organizational elements which impact clear communication are taught during this class. First, the need to develop a strategic plan for accomplishing the organization’s objectives. Second, the importance of planning out the events and outcome of every meeting prior to the meeting.

Topics:

• Verbal Contract:  When you change your management style abruptly, it makes your staff uneasy and less productive.  They don’t understand the change or why it occurred. A verbal contract is when you simply inform your staff that you will be changing your approach in working with them in the future.  It takes the element of surprise out of style change and is respectful to the associates.
• 51/51 Communication: When delegating, the method of communication needs to ensure that the request is clearly understood. What, where, when and how something needs to be done should be identically clear to all parties.  Therefore all parties need to take responsibility for fully understanding the request. This is done through the utilization of 51/51 Communication, which is modeled and role-played frequently.
• Professional Reprimand: When an associate fails to live up to the organization’s expectations, we as managers need to address the situation.  The professional reprimand focuses on the business action, not the individual personally.  The skill is designed to change the behavior successfully, not set a person up for termination.  If done correctly, this skill set will improve even the most difficult associate’s behavior.